Job Description
Job Title: Customer & Sector Insights Lead: Mining Location: Global Location Type: Remote Travel: 50% Global Travel Website: https://www.wmfts.com/en/ Group: https://www.spiraxgroup.com/ Applications: https://www.wmfts.com/en/mining/ Watson-Marlow Fluid Technology Solutions is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies. When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more. Job Summary: This is a global strategic role with a primary focus on driving the growth of designated market sectors and related portfolio, with a strong emphasis on capture and dissemination of Customer Insights. Reporting to the Customer & Market Insights Manager, you’ll be part of a team playing a crucial role in delivering the strategic objectives of the business to drive revenue growth and sustain contribution margin. By engaging directly with our customers, you’ll bring a strong commercial voice to provide direction on how we best serve the industry and position ourselves for success. The role requires engagement and collaboration across all functions within the Strategic Business Development Directive, Sales and Supply and will be responsible for ensuring the commercial view and customer needs are well understood and embedded into our approach. A key part of the role is to support the relationship between Sales and Supply to ensure all entities are aligned in working with our customers. Key Responsibilities: As the commercial expert for your designated sector, enable Sales to exceed annual revenue and contribution margin targets, facilitating portfolio pricing strategies for direct and indirect RTMs as required. Take a leading role in enabling Sales to win contracts/tenders/RFPs where required. Undertake global field sales work to build Sales’ expertise in applications, processes and portfolio capability addressing competitive threats whilst cross-pollinating regional application strongholds. As the Subject Matter Expert (SME) for your designated sector capture and disseminate customer insights and application/process knowledge to the Training Content and Marcoms teams. Design and mobilise go-to-market strategies that are tailored to the dynamics of target sub-sectors, fully considering customer needs and the competitive landscape, to drive new lead generation. Collaborate with Portfolio Management, Sales, Supply and Global Engineering, to ensure that customer and sector insights are integrated into the NPI roadmap and sales strategies. Collaborate with Sector Sales Managers and Portfolio Management to validate the NPI commercial plans and facilitate successful new product commercialisation and relating vitality. Develop Solution selling capability of Sales, to deliver market leading Customer Value Propositions (CVPs) that sustain competitive advantage. Work with both Sales and Supply to ensure that appropriate levels of commercial and technical support are provided to customers. Build and sustain a network of market contacts, and as an advocate and SME for WMFTS, attend customer sites, exhibitions and conferences where required to promote portfolio capability. Follow GBD Business Development Framework (Protect/Grow/Expand) for standard work guidance. Time Management Approximately 50% Customer insight related content generation, 50% global travel. Skills/Experience: BSc/BEng in an Engineering discipline or equivalency through relevant experience. Experience developing and executing regional or global commercial growth strategies within the mining sector. Proven experience working with mining customers across multiple international regions, with an understanding of differing market dynamics, customer requirements and routes to market. Ability to make decisions concerning commercial negotiations, MRP, RFQ pricing (with global alignment), regional discounting, contract frameworks (MSA), negotiations, group gross Contribution. Exceptional Leadership and Followership skills. Excellent written and communication skills in English. Data analysis skills using CRM, Power BI, Excel. Knowledge of CRM (customer relation management system). Ability and willingness to travel nationally and internationally on a regular basis, as required (up to 50%) for networking, developing/negotiating strategic key accounts, launching and executing GTM campaigns in the field and collaborating with Sales and Customers as required. At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including: A competitive salary Flexible working arrangements A generous holiday allowance Three days’ paid volunteering leave Additional support and benefits
